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JULY 31, 2013

Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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AUGUST 26, 2013

It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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JANUARY 24, 2014

I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. You need a safe “container” to keep everything. Anything hand-written has to be scanned or re-entered, so am trying not to do that much anymore.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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NOVEMBER 22, 2013

Also of interest: IBM State of Marketing Study 2013. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. What do you see changing for your business in 2014 and beyond?

Study 216

Study Influencer Lead Rank Lead Scoring 216

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SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. Instead the message is the same one they leave a VP Sales about how this tool will help my sales team. We are too busy with customers of our own to stop everything and see if what we are getting called about might work for us too.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. Image courtesy of Velocify. But are you more productive now? Do you have better data that you actually apply?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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JULY 11, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. If you would like more on this, visit our recent Inside Sales Power Tip on Listening. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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APRIL 26, 2013

What is new in CRM in 2013? Now add in social tools – does it all work together? This leads into another topic – is CRM any easier to use in 2013? Click here to view the embedded video. What has not changed much? Recently I had the opportunity to participate in a panel where we discussed some of these things.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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JANUARY 31, 2014

Have a note pad at your desk or use a tool like Evernote to track every commitment in one place. Get your sales force on tools that save time, such as Timetrade (for booking appointments or demos). Lead by example. Create email templates for various buyer types and stages of the sales cycle. Macro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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AUGUST 12, 2013

The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. We are human and we like stories. Just try it and see how it goes. How the new program you rolled out last year has made huge changes in the way your clients get work done – in the best way.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. It is one of the no-brainer, must do sales tools to look into. More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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OCTOBER 18, 2013

In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts? These items above are a basic minimum in 2013 (heading into 2014) for a seller. These are the names from marketing who are potential prospects or people you find on an industry list.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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SEPTEMBER 27, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. It has to be easy for a buyer to buy and to continue to be a part of your world. Are your customers valued and are you making it easy?

Retention 254

Retention Company Customer Lead Rank 254

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Craig based the list on Kred scores – something I was not even familiar with until I saw this list – drawn from Twitter engagement.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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FEBRUARY 12, 2013

2) They tell me that only “some” of their clients are using social tools. I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. Matt Heinz, who will also present shares some of his favorite social selling tools here.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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JANUARY 28, 2014

For a company that received over 6,800 patents just in 2013 – the future in analyzing and interpreting data has all the growth potential ahead. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Data 208

Data Retail Health Care Lead Rank 208

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NOVEMBER 25, 2013

You may have metrics being generated within your CRM tool, such as in Salesforce.com. If you do this, then at the end of the day, and the end of the week, you can evaluate how focused you are at working on growing sales at your company. How do you keep from being distracted?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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DECEMBER 27, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Download the summary tip sheet from Part 2 of this series click here.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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DECEMBER 16, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Download the summary tip sheet for these ideas here – FREE Download here.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Need to look someone up?

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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JULY 23, 2013

For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

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DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. First you should know that communicating a clear message of value to potential buyers who do not know you (and sometimes even know your company) is a work-in-progress. Stuck in a rut after having some successes but now you don’t?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. Image credit: dogfella / 123RF Stock Photo.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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OCTOBER 11, 2013

There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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JULY 27, 2013

In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy. We can help you shorten your sales cycle, identify one or two strategies that fit your industry and will help you grow leads with your targeted buyers. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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MARCH 29, 2013

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. It seems that many folk don’t know that IBM is a leading systems integrator for Microsoft Dynamics. The conference is the annual event for Microsoft Dynamics ERP and CRM. We’ve built the platform”, Bagala told me.

Microsoft 189

Microsoft Conference CRM Compensation 189

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OCTOBER 21, 2013

Let’s say you sell cloud-based compensation tools. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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MAY 11, 2012

While 78% of businesses plan to deploy tablets by the end of 2013, more than half lack an articulate deployment plan. Marketo also has a helpful article written by Silicon Valley veteran Phil Fernandez on how sales teams need to adapt to the new ways of selling and using a tool like a tablet to do that.

Marketo 214

Marketo Lead Rank Lead Scoring Outbound 214

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JULY 8, 2013

Do you use any technology tools to help you stay on track? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

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NOVEMBER 26, 2013

There are a least a dozen good ebooks about how to leverage LinkedIn – for starters check out Jill Konrath and Ardath Albee’s Cracking the LinkedIn Sales Code which gives examples of sellers who have benefited by leveraging LinkedIn as a business tool. Top Mistakes Using LinkedIn for Sales.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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OCTOBER 28, 2013

Quit wasting your time and damaging your company’s brand – re-tool your sales messaging. If people are not ever responding to your voice mail messages – you are not offering anything of interest to them. EXPERIENCE success. Foundation of Selling- Confidence.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

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APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Before you embark on adding CRM or improving upon your CRM, you need to work through the process of how leads, opportunities and then sales happen in your organization.

CRM 291

CRM Revenue SugarCRM System 291

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DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Write in the present tense.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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AUGUST 9, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The cornucopia of business delicacies awaits you – get started! Image credit: monticello / 123RF Stock Photo.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

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FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects. Unfortunately in a corporate environment there are added tools, sometimes departmental tools and customer tools.

CRM 238

CRM Outbound Tools Study 238

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AUGUST 23, 2013

Until five years ago we offered two-day training sessions on sales basics, and one day leadership and advanced sessions for sales teams at their company’s location. Maybe because we work with the tech sector we’ve seen the move to shorter, “just-in-time” training and the need for web-based solutions. Any of that happening now?

Customer 201

Customer Hiring Lead Rank Consumer 201